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博恩·崔西的成交术

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博恩·崔西的成交术

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★成交心理学圣经,被翻译成14种语言的超级畅销书
★足迹遍及80多个国家的管理与营销大师博恩?崔西经典力作
★比尔·盖茨 杰克·韦尔奇 迈克尔·戴尔 陈安之 马歇尔·戈德史密斯 联袂推荐

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做业务、搞推销最困难的地方,就在于如何说服客户,实现成交。《博恩·崔西的成交术》作者深入研究了销售心理学,同时结合自己30多年的销售心得,归纳出处理客户9大常见异议的策略、20多种高效成交计,以及如何通过消除11个浪费时间的行为来提高销售效率;书中详细介绍了销售成交的实用知识、方法、技巧与策略,包括如何引发购买欲龔、如何识别购买信号、如何排除客户异议,如何临门一脚促成成交等;最后,每章后面提供了“成交行动纲领”,可以帮助你将理论变为现实。
《博恩·崔西的成交术》是经过验证、条理清晰、步骤明确、案例丰富、可操作性强的销售实战手册,至今已帮助超过100万人实现了超高业绩,适合保险销售员、银行理财师、直销专员等。总之,只要你的工作是“卖东西”的,就绝对不能错过这本销售宝典。
Author Description

博恩·崔西(Brian Tracy),是谁有魅力让比尔·盖茨、杰克·韦尔奇、沃伦·巴菲特、迈克尔·戴尔都坐在台下专注倾听?是谁曾在全球四分之一的国家举行演讲,拥有超过400万名学生?他就是博恩·崔西!
博恩·崔西出版图书近50本,影响远播80多个国家;《目标!》《销售中的心理学》《吃掉那只青蛙》《博恩·崔西完美飞行》《卖掉博恩·崔西》等书一经引进,便迅速登上各大畅销书榜。
本书是他最畅销的作品之一,他将自己历经30多年实践考验的成功销售经验毫无保留地呈现在了你的面前。
Comments

★博恩·崔西不仅教会了我们销售,更教会了我们如何去思考。
——微软前主席、世界首富 比尔·盖茨

★在销售这个领域中,我还没有见过像博恩·崔西那么丰富的思想。
——通用电气前CEO 杰克·韦尔奇

★从博恩·崔西的身上,我了解到了什么叫追求卓越——他告诉我们如何去做一个有智慧、有灵魂、有方法的商业领域领导者。
——戴尔公司CEO 迈克尔·戴尔

★博恩·崔西是一位成功学大师,他的销售思想太值得认真学习了!我是推广博恩·崔西演讲培训课程的世界冠军。
——华人成功学权威 陈安之

★没有人能给出比博恩·崔西更完美、更实用的建议。
——超级畅销书《魔鬼管理学》作者 马歇尔·戈德史密斯
Catalogue

1 突破销售心理障碍 重拾积极心态,让工作High起来
从锻炼心智开始
做自己的老板
为自己卖命
我,就是老板
求知若渴
成者、败者大不同
比别人更认真、更努力
跟时间赛跑
要怎么收获,先那么栽
胸怀大志
要同理心,不要同情心
一路向前行
坚持,终有收获
脚踏实地
成交行动纲领

2 别让负能量误了你 正向信念打造超凡业绩
对自己有信心,也要对产品有信心
择你所爱
绝对诚实
综合特质
卖对产品
多赞美,少批评
潜意识的力量
期望带来成功
保持正面期望
改变,从“心”开始
“喂”饱你的脑袋
善用有声书
神奇的自问自答
暗示的威力
秒杀百人销售法
成交行动纲领

3 让效率提升的秘密 秒杀偷走时间的贼
如何看待时间?
一个小时赚多少?
39法则
每天,从失业开始
时间管理的关键
……
4 成交攻心计 轻松搞定犹豫不决的客户
5 洞悉“嫌货人”的真相 解除成交的常见异议
6 倍增式成交 超级销售的成交必杀技
7 临门一脚如何踢 不可抗拒的绝对成交术
Book Abstract

无形产品与服务
无形产品通常是某种“概念”或“想法”,让你看不见也摸不着。比如,做投资、卖保险、办学校、搞教育,卖的都是无形产品,就连房地产也可以算是一种无形产品,因为它可以看作是一种投资。如果你喜欢思考,善于分析抽象的概念或想法,就代表你比较适合卖无形产品。
相信直觉
想知道自己适合卖哪一种产品,最好的办法就是问你自己:“我喜欢看得见、摸得着的产品,还是抽象的概念?”“我喜欢动手操作示范产品,还是对哲学、心理学比较感兴趣?”如果你喜欢谈政治或宗教问题,对抽象的东西比较有兴趣,那你注定要卖无形产品;如果你比较喜欢房子、车子、衣服、计算机一类的东西,就去卖有形产品吧。
如果你推销的产品或服务让你感到不自在,可能是因为你正在卖不适合的东西;如果你卖跟你很合拍的产品,应该会对工作充满热情,有强烈的想了解这项产品的欲望,并很高兴能把它介绍给别人。
如果你没办法很投入地推销手上的产品,可能是因为你卖错东西了。
制胜关键
想要成为一个超级业务员,你必须发自内心地爱你所推销的产品,并且相信这个产品对客户有莫大的好处。如果连你自己都不相信你卖的产品是最棒的,那么你就不会成功。
要知道选的产品对不对,就要看你推销时的热情是不是发自内心的,因为只有当你外在的行为与内心的想法一致时,热情才会被激发出来。对工作没有热情,就表示你选错了。
多赞美,少批评
嫉妒是失败者最常见的特征,他们最喜欢在成功者背后说长论短,因为对人家的成功又妒又羡,所以总是找机会对成功者进行人身攻击。其实,这些闲言碎语对成功者的不良影响极为有限,这种态度只会让失败者注定一辈子失败。
对于在你的领域内表现杰出、成就令人艳羡的人,要多赞美,少批评,要向他们学习,把他们当作成功的榜样。你不但不应该嫉妒他们,反而应该为他们的成就感到高兴,因为他们能成功,就代表你也有机会成功。想要得到别人的赞美,就得先学会赞美别人。
潜意识的力量
当你学会赞美成功人士、向成功人士看齐时,你的潜意识已经开始模仿他们的一举一动了。一旦在潜意识里种下追求成功的种子,你就会在不知不觉中一步步迈向成功,灵感、精力会源源不断,身边也开始出现“贵人”。你的成功潜意识不但能帮你想点子、解决问题,还能为你提供进攻的策略。因为潜意识是世界上最厉害的成功法宝,只要能善加利用,你绝对可以在商场上攻无不克。
期望带来成功
心理学家经过50多年的研究发现,不管是在哪一个领域,“正面期望”都跟成功有密切的关系。如果你认为自己会成功,你就会变得乐观;如果你变得乐观,你身边的人、事、物就会正面、积极地响应你。
只要你的期望带着强烈的自信心,你就会下意识地努力达成预期的结果。如果你认为自己能成功,你就会成功;如果你觉得自己一定会红,你就会红;如果你认为去哪里可以玩得很开心,你就会玩得很开心。你期望什么,就会发生什么。
你的期望对周围人们的影响远远超乎你的想象:如果你预期自己能够成功地把东西卖给客户,对方的潜意识就会接收到这个信息,并做出对双方都有利的正面响应。
……
Introduction

一句话克服成交障碍
当我还是一个菜鸟业务员时,常常在白天沿着街,向一家又一家的公司推销产品,晚上则挨家挨户地去拜访。那是我很不喜欢的工作,或者说,我很怕这份工作。
每次拜访客户时,开始我都会很热情地向他们介绍产品,解说各项产品信息。介绍完产品,我总会很迟疑地问对方:“请问,您觉得怎么样呢?”
对方总是回答:“把资料留下来,我再考虑考虑!”
后来我才发现,其实所谓“我再考虑考虑”的真正意思是:“拜拜,我想我们永远不会再见面了。”
但当时我还天真地以为,每个客户真的都在“考虑”,甚至以为,过不了多久,我的电话就会响个不停。结果,根本没有人打来电话。
最后,我终于恍然大悟,推销失败的原因跟我卖的产品、价格、市场需求甚至是竞争对手都没有关系,原因在于我自己,因为我从来都不敢主动要求客户下单。
有一天,我真的受够了。当我再次听到客户对我说:“我再考虑考虑,你过几天再打给我吧!”我鼓足勇气说了一句改变我一生的话。
我说(心脏快要跳出来了):“抱歉,绝对不行。”
“你说什么?”对方显得有点惊讶:“绝对不行?”
“是的,”我说:“该让您知道的,我全部都解释清楚了,为什么您不干脆现在就买呢?”
他看看我,再看看手中那本简介,然后抬起头来:“好吧!那我买了。”
他当场在订单上签名,付清款项,然后谢谢我来拜访他。我走出大门时,手里握着订单,感觉整个人轻飘飘的,心想:“我终于有突破了。”
接着,我到下一个地点向另一位客户推销,当对方说要“考虑考虑”时,我对他说了一模一样的话,结果他也说:“好吧!我买了。”
不到45 分钟,我就做成了3 笔业务,比起之前要花一个星期才能做出同样的业绩,我简直乐翻了天,直呼:“这真的是太神奇了!”接下来的那个月,我打破了全公司的销售纪录,并被提升为业务经理,收入也增加了20 倍。我手下有32 个业务员,我开始训练他们第一次跟客户见面时就要主动要求客户下单。这一招果然奏效,公司业绩马上翻了几番!
多年的推销经验告诉我,如果你想真正发挥自己潜在的赚钱能力,就必须学会销售的关键技巧。本书中的所有技巧,都是我亲自研究、体验并经过实战所得到的智慧结晶。而且,我就是靠这些技巧把数百万人变成业务高手的。
做业务、搞推销最困难的地方,就在于如何说服客户,实现成交。这本书将告诉你如何解决这个难题,并且教你如何成为月进斗金的超级业务员。
超级业务员都知道怎么快速、有效地让生意成交。他们懂得用最专业的方式开发客户,并且知道如何运用各种方法辨别客户的需求、建立信任感、消除客户的异议,并要求客户下单。他们也了解客户为什么会迟疑、为什么无法马上做决定,但是他们都有办法克服这些难题。最终,这些业务员自然而然地变成了业务领域前10 强的超级巨星,赚走了大部分的钱。
我刚开始做业务员时,完全没有受过训练。公司只是给我产品的简介,然后叫我“出去介绍产品”。我每次去推销产品时都很紧张,每次都怕被拒绝,而我常常被拒绝。我走过一间又一间的办公室,挨家挨户地拜访,赚的钱却少得可怜,有时甚至连饭都吃不上。

一问值千金
有一天我问自己:“为什么有些业务员比其他人更成功?”对这个问题的思索改变了我的一生。
从那天起,我开始向同行请教,其中我最常问的是:如何解答客户心中的问题,并最终做成买卖?我读了很多关于销售技巧的书,并且尝试书中教授的方法;我听超级业务员写的有声书,学习他们的技巧;我开始参加销售技巧培训,而且每次一定坐在第一排。
除此之外,我身体力行,把学到的知识付诸行动。只要是听起来还不错的技巧,我就会在下一次见到客户的时候尝试使用。最后我发现,付诸行动是最好的学习方法。
最重要的是,通过这些方法,我学会了怎么要求客户下单、达成交易。每一个销售技巧,我都会反复地应用在客户身上,到最后,我能主动要求客户下单。这个技巧让我从此咸鱼翻身,变成了超级业务员。

重大突破
我学会了一件事:如果你知道怎么让单子成交,而且对自己要求客户下单的技巧充满信心,你就会更积极地开发新客户。你会更有自尊,更有自信,在每天的工作中更积极、活跃,更有效率地利用时间。因为你知道自己将会谈成一笔又一笔的生意,觉得自己就是赢家。这种自信会影响到你的客户,让他们更愿意向你买东西,而你的销售数字从此会直线上升,业绩长红。
超级业务员掌握的销售技巧,包括如何成交,都是学来的,而且人人都可以学会。你能学会开车,就能学会如何成交。你在跟客户谈业务时会紧张,那是因为你还不熟悉如何顺利去敲定一个单子。但只要你学会了这些方法,就终身受益无穷,而且会越来越熟练。要不了多久,你的表现跟收入就会跻身于精英阶层,享受无限美好的未来!

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Yami has a consolidation warehouse in China which collects multiple sellers’ packages and combines to one order. Our Yami consolidation warehouse will directly ship the packages to your door. Cross-store free shipping over $69.

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You may return products within 30 days upon receiving the products. Sellers take responsibilities for any wrong shipment or missing items. Packing needs to be unopened for any other than quality issues return. We promise to pack carefully, but because goods are taking long journey to destinations, simple damages to packaging may occur. Any damages not causing internal goods quality problems are not allowed to return. If you open the package and any quality problem is found, please contact customer service within three days after receipt of goods.

Shipping Information

Yami Consolidation Service Shipping Fee $9.99(Free shipping over $69)

Sellers in China will ship their orders within 1-2 business days once the order is placed. Packages are sent to our consolidation warehouse in China and combined there. Our Yami consolidation warehouse will directly ship the packages to you via UPS. The average time for UPS to ship from China to the United States is about 10 working days and it can be traced using the tracking number. Due to the pandemic, the delivery time may be delayed by about 5 days. The package needs to be signed by the guest. If the receipt is not signed, the customer shall bear the risk of loss of the package.

Sold by JD@CHINA

Service Guarantee

Free shipping over 69
Genuine guarantee

Shipping

Yami Consolidated Shipping $9.99(Free shipping over $69)


Seller will ship the orders within 1-2 business days. The logistics time limit is expected to be 7-15 working days. In case of customs clearance, the delivery time will be extended by 3-7 days. The final receipt date is subject to the information of the postal company.

Yami Points information

All items are excluding from any promotion or points events on Yamibuy.com

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

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About the brand

Jingdong book

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About the brand

Jingdong book